January 21, 2008

How to Deal with Sales and Business Rejection

Expect it! - Babe Ruth had far more strikeouts than he had home runs. And remember, there is NOTHING worth having that comes with such ease, as to be painless or without cost.

Long-term focus – Will you remember the rejection next month? Probably not, so keep the rejection in perspective.

Embrace it – Rather than something to fear, come to welcome the rejection as it get’s you one step closer to your ultimate goal.

Rejection culls out the weak and undeserving - If “everyone” easily succeeded, why in the world would the company or the client need you? They wouldn’t! So brush yourself off, get out there and get the job done knowing that your ultimate success will be earned with the battle scars to prove it.

Understand human nature – When other people are ugly, mean or possibly rude, it’s usually because they are frustrated, pained or afraid. Realize it’s not the organization or even more importantly, not you.

Focus on the Positive – Replay in your mind all of the things you did “right” rather than beating yourself up by rehashing all of the things you did wrong or should have done and said. If you focus on the negative aspects of a presentation or interaction, you are dooming yourself to repeat them.

A learning opportunity – Don’t think, “I just blew that contact” instead think, “I just learned _______.” Or “next time I’m in a similar scenario I’ll try __________.”

Council with a manager, mentor or supervisor – Seek guidance from someone that is in a position to offer advice and encouragement, who has been through the experience themselves. I do not recommend you go to a peer who may not have the wisdom or experience to council you. Additionally, by going to a “peer” you may in effect, bring them down with you, which is not fair to them.

Remember past achievements – Look back to your past sales and business successes. How did you feel? Take yourself back in time to ease the rejection of today.

Take a break - Go for a quick walk, listen to an inspiring song, you get the point.

Know your percentages – odds are, your next success is just around the corner.